Data, Research and Science.
Salespeople are Like Children
Case Histories
The top articles written by sales development expert Dave Kurlan may cause you to rethink the way you look at the sales organization. Read the best of the last three years.
Click here to Download Dave Kurlan's breakthrough White Paper on The Modern Science of Salesperson Selection. Dave's years of research, development, process, application, and client successes are very apparent in this study. This will change your sales recruiting process forever!
Click here to learn more about the huge benefits that you'll get from evaluating your sales force. When we look at your people, strategies, systems and processes you'll be able to see what was previously hidden from view. Our sales force evaluation process determines what you must change in order to achieve the organic growth you want.
Dave Kurlan's best-selling book, Baseline Selling, is enjoyable, memorable and easy to apply to any business. Click to learn more.
Current Articles | RSS Feed
We established 21 Core Competencies for Selling about a decade ago. They're still important but they might be evolving. A salesperson's ability to use the internet may now be just as important as his ability to prospect, develop a relationship, qualify and close business. Yesterday I was speaking with Michael Benidt, author of the Hidden Business Treasures Blog. Michael believes that most of us don't really know how to use the internet to search for what we need. He thinks that most of us associate finding prospects on the internet with affiliate marketing and AdWords. He's right. Most salespeople don't have a clue about how to take advantage of the internet and we need to get better at it. As it becomes more difficult to pick up a phone and get a prospect to answer our cold calls, we need to get better at getting prospects to find us.On Thursday, I met with Dharmesh Shah and Brian Halligan of Hubspot.com. They also author the Business 2.0 Blog. They are developing tools to combine three previously unrelated activities on a web site. Today, when somebody completes an online form to request more information, you get a lead consisting of contact information. When somebody posts a comment to your blog you get an almost anonymous comment. And when someone surfs your site they show up your site's overall statistics. Hubspot's new tools will actually merge those three events so that when visitors submit a form, you'll also know about any comments they left on your blog as well as the specific pages they viewed while they were on your site.Your salespeople definitely need to become more internet savvy. There are dozens of strategies for finding prospects and learning more about your prospects. Internet competence should be competency number 22. Why not leave me a comment and let me know how your salespeople are taking advantage of this technology?© Copyright 2006 Objective Management Group, Inc.
Posted by Dave Kurlan on Sat, Dec 02, 2006 @ 08:49 AM
posted on Saturday, December 02, 2006 at 1:43 PM by peter caputa
posted on Saturday, December 02, 2006 at 8:24 PM by anjan bacchu
posted on Sunday, December 03, 2006 at 9:37 AM by Dave Kurlan
posted on Monday, December 04, 2006 at 1:20 AM by Brian P Halligan
posted on Monday, December 04, 2006 at 11:18 AM by Brian P Halligan
posted on Tuesday, December 05, 2006 at 4:33 PM by Dave Kurlan
posted on Friday, December 22, 2006 at 3:27 PM by Vickie Brow
posted on Saturday, December 23, 2006 at 8:11 AM by Dave Kurlan
Allowed tags: <a> link, <b> bold, <i> italics
Dave Kurlan's best-selling book, Baseline Selling, is enjoyable, memorable and easy to apply to any business. Click to learn more.